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MAR 3400 Exam 2 Viosca exam Already Passed $17.24   Add to cart

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MAR 3400 Exam 2 Viosca exam Already Passed

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MAR 3400 Exam 2 Viosca exam Already Passed!! when preparing for a meeting what should you keep in mind? what is one of the biggest mistakes seen in sales? buyer sell relationships go through many stages(especially true in early prospecting phase). - awareness building goals? how many times on a...

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  • March 23, 2024
  • 13
  • 2023/2024
  • Exam (elaborations)
  • Questions & answers
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MAR 3400 Exam 2 Viosca exam Already
Passed!!

1). When preparing for a meeting what should you keep in mind?

 Ans: where is the customer in the buying(planning) cycle?
-just started?, do they need the sales person to provide them with a lot of information?
-at the end?, they already know information and the sales person would be wasting their
time trying to deliver that.- need to be on negotiating terms with them.


2). What is one of the biggest mistakes seen in sales?

 Ans: misalignment between the buying and selling.


3). Buyer sell relationships go through many stages(especially true in early prospecting phase).
- awareness building goals?

 Ans: -establish rapport
-build credibility
-get to know prospect
-know business situation
- remember most successful sales take time to develop!


4). How many times on average need to meet with a customer to close a deal?

 Ans: 3-5
in business to business situations


5). Decision making process

 Ans: -prepare questions that help create a picture of: players, timeline, decision criteria

-people: issues, power, part of the play.
linked research helps with this.


6). Sales meeting planning




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,  Ans: -your job to take control
-meeting objective
-dont waste prospects time
-state objective at beginning


7). Doing research ahead of time prevents you from attempting to?

 Ans: selling something to someone that doesn't need it


8). Why should you take time to reach and prepare questions ahead of time?

 Ans: to get client to talk about themselves


9). Questions to help you uncover missing pieces of information

 Ans: -buying process?
-budget?


10). Red lights

 Ans: possibilities that can make the deal go south
-cutting budgets
-talking to a competitor


11). Green lights

 Ans: -proceeding to next step
-meeting with decision maker


12). Yellow light

 Ans: -stalling
-challenging prospect to get to red or green light


13). Ways to share or teach a client (good to do at beginning of a meeting)

 Ans: -help them view things differently
-potential opportunities to improve their business (powerful way to communicate value)
-idea is: can you help them improve their business?




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